Global Sales Enablement Lead

About us

Based in Parma, Italy, Chiesi is an international research-focused pharmaceutical and healthcare group with over 90 years’ experience, operating in 31 countries with more than 7,000 employees (Chiesi Group). To achieve its mission of improving people’s quality of life by acting responsibly towards society and the environment, the Group researches, develops and markets innovative drugs in its main therapeutic areas: Discover more here

We are proud to to have been awarded with B Corp Certification, a recognition of high social and environmental standards. We are a reliable company that adopts and promotes a transparent and ethical behavior at all levels.

We believe that the success of Chiesi is built and shaped by our people and our strong set of shared Values and Behaviors. Our people make a critical difference to our success, which is why it is vital that we attract and retain the right talent who will continue to enrich our culture by living and breathing our values and behaviors.

We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities. 

 

Chiesi Corporate Functions

These are the functions supporting the business: 

• Global HR
• Global Finance, Procurement & IT
• Group Legal & Corporate Affairs
• Global Communication & External Relations
• Transformation
• Global Strategy, Sustainability and Growth (SSG)

 

Who we are looking for

Purpose

Within the Global Commercial Excellence team and reporting to the Head, Global Commercial Operations, the Global Sales Enablement Lead will equip the customer facing roles with tools and ways of working able to ensure business strategy execution, effectiveness and customer impact.

Main Responsibilities

The Global Sales Enablement Lead will oversee and execute the strategy in the following four areas: 

Segmentation & Targeting (S&T) / Attributes / Scoring:

• Defines Global Guidelines and recommendations, monitors execution as well as enabling content for adoption
• Ensures consistency in CRM adoption of S&T models, Attributes and Scoring
• Partners with Commercial Analytics Manager to monitor execution of the above

Incentives and Variable compensation:

• Defines Global Guidelines and recommendations, monitors execution as well as enabling content for adoption
• Defines global criteria to award excellence in execution (Top of the Tops)
• Partners with Commercial Analytics Manager in analyzing sound allocation of resources at local level around Incentives and Variable compensation as well as definition of sound payout schemes

Key Account Management (KAM) tools of reference:

• Defines Global Guidelines and recommended models, monitors execution as well as enabling content for adoption
• Ensures consistency in CRM adoption

Inner & Outer loop of customer feedback management:

• Partners with Commercial Analytics Manager to measure reception and operationalization of customer feedback

 

The Global Sales Enablement Lead will operate across business units (AIR, CARE, RARE on CRM execution) and liaise with affiliates and Marketing departments of both AIR and CARE franchises on new guidelines and following up on level of adoption. She/he will partner with Customer Facing Roles Training Manager to build training and internal capabilities around the supporting tools and ways of working above mentioned and ensure right level of continuous adoption. She/he will join the BET (Business Excellence Team) as primary reference point around Sales Enablement strategy and tactics.

Education

Background in Engineering, Management or Economics

Experience & Skills Required

• 10 years experience in roles related to Field Force Effe